INTRODUCTION EARNING A MICROSOFT COMPETENCY COMPETENCY BENEFITS COMPETENCY REQUIREMENTS COMPETENCIES ELIGIBLE FOR QUALIFYING PRODUCT TESTING HOW-TO GUIDANCE APPENDIX The Value of Earning a Microsoft Competency In today’s competitive environment, a Microsoft gold or silver competency can help set your company apart from the competition by demonstrating a specific, proven skill set to your customers. Further, recent Microsoft-commissioned research conducted by IDC 1 shows that partners with a higher level of engagement with Microsoft are more highly satisfied and demonstrate healthy business growth and profitability. These same partners report larger deal sizes than their peers while keeping sales cycles to an appropriate length. Use this guide to get an overview of how achieving a Microsoft competency can help your business. Detailed competency benefits and requirements can be found on the partner portal. 1 IDC, ―Microsoft Core Infrastructure: Partner Pathway to Business Performance,‖ June 2009 ® INTRODUCTION
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INTRODUCTION EARNING A MICROSOFT COMPETENCY
COMPETENCY BENEFITS
COMPETENCY REQUIREMENTS
COMPETENCIES ELIGIBLE FOR QUALIFYING PRODUCT TESTING
HOW-TO GUIDANCE APPENDIX
The Value of Earning a Microsoft Competency In today’s competitive environment, a Microsoft gold or silver competency can help set
your company apart from the competition by demonstrating a specific, proven skill set to
your customers. Further, recent Microsoft-commissioned research conducted by IDC1 shows
that partners with a higher level of engagement with Microsoft are more highly satisfied
and demonstrate healthy business growth and profitability. These same partners report
larger deal sizes than their peers while keeping sales cycles to an appropriate length.
Use this guide to get an overview of how achieving a Microsoft competency can help your
business. Detailed competency benefits and requirements can be found on the
partner portal.
1IDC, ―Microsoft Core Infrastructure: Partner Pathway to Business Performance,‖ June 2009
COMPETENCIES ELIGIBLE FOR QUALIFYING PRODUCT TESTING
HOW-TO GUIDANCE APPENDIX
Why earn a competency?
Microsoft Partner Network Competencies
EARNING A MICROSOFT COMPETENCY
Cloud Offerings
Why earn a competency?
Why earn a competency ? (cont’d)
3. Align your business with Microsoft.
Microsoft is a company you can depend on—both as a lasting partner into the future and one that will work
closely with you to drive mutual success in the market. Recent Microsoft-commissioned research conducted by
IDC2 shows that partners with a higher level of engagement with Microsoft are more highly satisfied and
demonstrate healthy business growth and profitability. These same partners report larger deal sizes than their
peers while keeping sales cycles to an appropriate length.
2IDC, ―Microsoft Core Infrastructure: Partner Pathway to Business Performance,‖ June 2009
―Competencies are very important to
us because our customers find value
in it and we like being certified by
Microsoft.‖
Lionel Laské, Director, D2S
INTRODUCTION EARNING A MICROSOFT COMPETENCY
COMPETENCY BENEFITS
COMPETENCY REQUIREMENTS
COMPETENCIES ELIGIBLE FOR QUALIFYING PRODUCT TESTING
HOW-TO GUIDANCE APPENDIX
Why earn a competency?
Microsoft Partner Network Competencies
EARNING A MICROSOFT COMPETENCY
Cloud Offerings
Microsoft Partner Network Competencies Microsoft Partner Network Competencies
*Silver competency and gold competency will launch May 2011 **Silver competency and gold competency will launch October 2010 ***The Small Business Specialist Community (SBSC) will continue to be a Microsoft partnership opportunity for partners who focus primarily
on small or midmarket business customers
Digital Marketing**
Distributor**
OEM Hardware
Digital Home*
Volume Licensing
Software Asset Management
Mobility
Hosting Learning Independent
Software Vendor (ISV)
Microsoft Partner Network Competencies
Customer Relationship Management
Enterprise Resource Planning
Midmarket Solution Provider
Content Management
Portals and Collaboration
Project and Portfolio
Management Search
Unified Communications
Desktop Identity and
Security
Server Platform
Systems Management
Virtualization
Data Platform
Application Integration
Application Lifecycle
Management
Software Development
Web Development
Business Intelligence
INTRODUCTION EARNING A MICROSOFT COMPETENCY
COMPETENCY BENEFITS
COMPETENCY REQUIREMENTS
COMPETENCIES ELIGIBLE FOR QUALIFYING PRODUCT TESTING
HOW-TO GUIDANCE APPENDIX
Why earn a competency?
Microsoft Partner Network Competencies
EARNING A MICROSOFT COMPETENCY
Cloud Offerings
Cloud Offerings Microsoft® Cloud Essentials Pack is a subscription that is launching in late 2010 and provides partners with
resources to help partners learn about, try, develop and sell Cloud solutions.
Benefits include:
Internal Use Rights • BPOS up to 250 licenses
• CRM Online up to 250 licenses
• Intune (license allotment to be announced)
Business Benefits • Online Sales Tools to model your cloud business
• Pre-sales and Technical Support – Unlimited Online Technical Communities
Marketing Benefits • Marketplace Listing
• Marketing Resources
Training Benefits • Training Platform with Targeted Cloud Training
To qualify:
Partners are required to be enrolled in the partner network and complete any one of the following:
• Sign the Microsoft Online Services Partner Agreement (MOSPA) and take a brief, online assessment
• Qualify for and sign the CRM Software Advisor agreement
• Register for application compatibility with the Windows Azure Platform through Microsoft Platform Ready
There is an annual fee of USD $120, which will be waived during the promotion sign-up period. To renew partners will need to show activity in their cloud business.
Go to www.microsoftcloudpartner.com to learn more and get started NOW!
Microsoft Pinpoint and Microsoft Solution Finder: Make your solution profile accessible to tens of thousands of potential customers in this online directory.
Customized Partner Logo:Show your unique expertise to customers with a custom logo that identifies your capabilities.
Partner Marketing Center: Save time and money with customizable marketing resources, including campaign materials and activity guides.
Silver
Higher search
rankings
Gold
Highest search
rankings
4Available in Australia, Belgium, Brazil, Canada, France, Germany, Italy, Japan, the Netherlands, New Zealand, South Korea, Spain, Switzerland, the United Kingdom, and the United States. 5Offerings vary by competency.
Partner Sales Resources: Get resources that help you sell products and solutions more effectively.
Demo Showcase: Create compelling sales presentations with rich, customizable demos.
Microsoft Partner Incentives Program: Get rewards for driving engagements in strategic technology areas.5 Offerings vary by competency.
Microsoft Financing:Close more sales by offering tailored financing options for your customers.4
COMPETENCIES ELIGIBLE FOR QUALIFYING PRODUCT TESTING
HOW-TO GUIDANCE APPENDIX
General Requirements
COMPETENCY REQUIREMENTS
Exam Requirements, Learning Paths, Special Offer General Requirements
Requirement Silver Competency Gold Competency
Credentials Two Microsoft Certified Professionals8
OR Qualifying silver competency application test
Four unique, credentialed Microsoft Certified Professionals, not
holding any other gold competency9 OR
Qualifying silver competencyand gold competency application
tests10
Joint Microsoft and Partner Plan
Not applicable
Revenue commitment11
Starting October 2010, partners will need to commit to delivering a minimum Microsoft revenue amount based on their respective
geography and competency. Revenue may be directly transacted
on influenced. In some competencies revenue is identified as
solution or design wins. Beginning October 2011, Microsoft will
begin to measure actual attainment and partners will need to meet the revenue commitment by their next re-enrollment date
after October 2012.
Business Training and Assessments12 (Beginning October 2010)
One individual who passes a Microsoft Licensing
overview assessment AND
One individual who passes an online sales and
marketing competency assessment
One individual who passes a Microsoft Licensing overview
assessment AND
Two individuals who pass an online sales and marketing
competency assessment
Customer Evidence Three unique customer references per competency. Five unique customer references per competency. 13
AND
Participate in Customer Satisfaction (CSAT) Index
Commitment Full profile and silver competency membership fee14 Full profile and gold competency membership fee14
8Partners can attain multiple competencies. Your
employees or contractors who pass the applicable
competency exams are eligible toward multiple
competency.
9Partners can attain multiple gold competencies.
Your employees or contractors who pass the
applicable gold competency exams are only
eligible toward one gold competency.
10Qualifying standard tests and qualifying
advanced application tests refer to products that
pass Microsoft hardware and software test, and
apply to the ISV competency or other
competencies through the ISV track. Qualifying
application tests vary by product.
11Revenue commitment is also required for the
Microsoft CRM competency and Microsoft ERP
competency, as well as their associated gold
competencies. After achieving a Microsoft gold
competency, partners may be required to
complete a simple business plan detailing the
activities that will support their plan. If applicable,
a Microsoft representative will contact the partner
to support the creation of this business plan.
Revenue thresholds will be published by
September 2010.
12Requirements vary by competency. 13Partners may use customer references from a silver competency toward a gold competency.
14Silver competency and gold competency fees vary by geography. Partners will pay the silver competency or gold competency fee one time, per year, per location—no matter how many competencies are attained. If partners attain a gold competency after first attaining a silver competency, then partners only pay the difference between the two membership fees, unless they are within their 90-day reenrollment period.
COMPETENCIES ELIGIBLE FOR QUALIFYING PRODUCT TESTING
HOW-TO GUIDANCE APPENDIX
Competencies Eligible for Qualifying Product Testing
COMPETENCIES ELIGIBLE FOR QUALIFYING PRODUCT TESTING
INTRODUCTION EARNING A MICROSOFT COMPETENCY
COMPETENCY BENEFITS
COMPETENCY REQUIREMENTS
COMPETENCIES ELIGIBLE FOR QUALIFYING PRODUCT TESTING
HOW-TO GUIDANCE APPENDIX
Building your organization’s competency plan
How Will Customers See These Changes?
Next Steps and Key Links
COMPETENCIES ELIGIBLE FOR QUALIFYING PRODUCT TESTING
Competencies Eligible for Qualifying Product Testing Qualifying applications include developed and marketed packaged software solutions based on Microsoft
technologies. Custom-written applications not meant for resale do not qualify.
Applications that have passed the required qualifying tests can fulfill one of the requirements for the following
silver or gold competencies:
• Application Integration
• Business Intelligence
• Content Management
• Customer Relationship Management
• Data Platform
Solutions must pass one of the following tests (if you have taken any product tests other than those listed
below, those tests will not count toward the upcoming requirements and will expire on the product test
expiration date or May 2011, whichever date comes first.
• Certified for Windows Server 2008 R2
• Works with Windows Server 2008 R2 Microsoft Platform Ready
• Windows 7 Microsoft Platform Ready (currently available as Windows 7 Logo Test)
• Windows Azure Microsoft Platform Ready (available October 2010)
• Windows Phone 7 Microsoft Platform Ready (available October 2010)
COMPETENCIES ELIGIBLE FOR QUALIFYING PRODUCT TESTING
HOW-TO GUIDANCE APPENDIX
Building your organization’s competency plan
How Will Customers See These Changes?
Next Steps and Key Links
COMPETENCIES ELIGIBLE FOR QUALIFYING PRODUCT TESTING
Building your organization’s competency plan To help your organization build its competency plan, use the Partner Transition Tool. Here you will find the
people in your company that have achieved MCP status and are available to be associated to silver or gold
competencies. You can also see what other requirements you need to meet.
COMPETENCIES ELIGIBLE FOR QUALIFYING PRODUCT TESTING
HOW-TO GUIDANCE APPENDIX
Building your organization’s competency plan
How Will Customers See These Changes?
Next Steps and Key Links
COMPETENCIES ELIGIBLE FOR QUALIFYING PRODUCT TESTING
Next Steps and Key Links
• Check the Prepare for the Network Web page often to get the latest updates.
• Find answers to frequently asked questions about the Microsoft Partner Network including how it’s evolving from the Microsoft Partner Program, how benefits are affected, and changes to competencies.
1. Determine which competencies represent your primary business focus. Choose the appropriate competency
that aligns to your highest priority customer solutions offered in market. Silver competencies are available now
and gold competencies will be available in October, 2010.
2. Utilize the Transition Tool to determine where you may need to meet additional requirements in order to
achieve competencies.
3. Visit the partner portal to learn about qualifying competency exams and special offers.
• If you attended the Worldwide Partner Conference (WPC), you can still purchase the 5-for-1 exam pass
until October 10th. If you did not attend WPC and need additional exam savings, purchase a 3, 5, or 8
competency exam pack to save up to 30% and get a free Second Shot retake on all exams! You can
handout exam passes to any individuals within your organization that need to get certified.
• To find which exams you have passed, go to Microsoft Learning.
• To find which exams are being retired, check the retired exam list or view Appendix B.
4. If you are a software developer, submit your solution through the Microsoft Platform Ready tool
(for ISV tracks or ISV competency).
5. Take assessments (if required).
• Licensing overview assessment
• Sales and marketing assessment
6. Gather customer references.
7. Participate in the Customer Satisfaction (CSAT) Index (gold competency requirement).
8. Accept the revenue commitment (gold competency requirement).
9. Upon renewal, pay the appropriate membership fee as listed on your local partner portal.
Next Steps and Key Links
Thank you for your continued partnership and support in delivering Microsoft technologies to our mutual customers.
COMPETENCIES ELIGIBLE FOR QUALIFYING PRODUCT TESTING
HOW-TO GUIDANCE APPENDIX
How-To Guidance
HOW-TO GUIDANCE
INTRODUCTION EARNING A MICROSOFT COMPETENCY
COMPETENCY BENEFITS
COMPETENCY REQUIREMENTS
COMPETENCIES ELIGIBLE FOR QUALIFYING PRODUCT TESTING
HOW-TO GUIDANCE APPENDIX
How to track competency status
How long is a competency valid?
How to associate Microsoft Certified Professionals
How to create and track customer references
HOW-TO GUIDANCE
Process for creating a reference
How to track competency status Within the Partner Membership Center you can view your progress towards earning each competency by
following the steps outlined:
• From the Requirements and Assets dropdown in the top navigation, click Competency Summary.
The Manage Competencies page at the Competency Summary tab is displayed.
• In the Select Location area, click the down arrow and select a Location or the Organization that
you wish to view. Then click Select.
The screen displays your progress towards meeting each available competency for the organization or the
selected location, indicating what you may be missing for each competency and links to complete these
requirements.
• Click the corresponding link within the list to navigate to screens where you can:
o Add the required Microsoft Certified Professionals (MCPs)
o Create customer references
o Add tested products
Please Note: If a link is disabled, you do not have administrative rights for the location.
How to track competency status
INTRODUCTION EARNING A MICROSOFT COMPETENCY
COMPETENCY BENEFITS
COMPETENCY REQUIREMENTS
COMPETENCIES ELIGIBLE FOR QUALIFYING PRODUCT TESTING
HOW-TO GUIDANCE APPENDIX
How to track competency status
How long is a competency valid?
How to associate Microsoft Certified Professionals
How to create and track customer references
HOW-TO GUIDANCE
Process for creating a reference
How long is a competency valid? A competency is valid as long as the requirements for that competency are being met. When an asset (such as
an MCP, a customer reference, a tested product, etc.) used towards earning a competency expires, the status of
the competency will change from ―Active – Earned‖ to ―Active – Non Compliant‖. This status change is an
indication that assets need to be updated in order to re-enroll in that gold competency before your next
anniversary date.
How long is a competency valid?
INTRODUCTION EARNING A MICROSOFT COMPETENCY
COMPETENCY BENEFITS
COMPETENCY REQUIREMENTS
COMPETENCIES ELIGIBLE FOR QUALIFYING PRODUCT TESTING
HOW-TO GUIDANCE APPENDIX
How to track competency status
How long is a competency valid?
How to associate Microsoft Certified Professionals
How to create and track customer references
HOW-TO GUIDANCE
Process for creating a reference
How to associate Microsoft Certified Professionals Associating Microsoft Certified Professionals to your organization and locations fulfills requirements for
competencies.
A Microsoft Certified Professional (MCP) is an individual who has successfully completed at least one
Microsoft professional certification. All certifications held by an individual are tracked using a number
known as an MCP ID.
Within the Microsoft Partner Network an individual must first associate to a location and then link their
MCP ID to that location.* While an individual can be associated to multiple locations or organizations, an
MCP ID can only be linked to one location within one organization.
Within the Partner Membership Center, Administrators can:
• Invite new MCPs to associate their credentials to a location within their organization.
• Reassign MCPs to a different location within the organization.
• View all MCPs assigned to a location.*
See the online Partner Membership Center Help for more information and instructions on performing
these tasks.
*If an associated employee leaves your organization, ensure that you remove that person from the associated location.
How to associate Microsoft Certified Professionals
COMPETENCIES ELIGIBLE FOR QUALIFYING PRODUCT TESTING
HOW-TO GUIDANCE APPENDIX
Appendix
APPENDIX
INTRODUCTION EARNING A MICROSOFT COMPETENCY
COMPETENCY BENEFITS
COMPETENCY REQUIREMENTS
COMPETENCIES ELIGIBLE FOR QUALIFYING PRODUCT TESTING
HOW-TO GUIDANCE APPENDIX APPENDIX
Credential Requirement Details
Joint Microsoft and Partner Plan Requirement Details
Business Assessments Details
Customer Evidence Requirement Details
Commitment Details
Competency Structure Changes
Credential Requirements Details To ensure Microsoft partners can deploy, recommend, sell and service the latest Microsoft technology in
market to meet customer demand, beginning October 2010, partners who choose to attain a silver or gold
competency will need to pass exams based on the latest Microsoft product version in market (unless
otherwise noted). Partners can expect exams based on older product versions to retire twelve months after a
replacement exam is published in our available language set. After an exam is retired, partners have until their
membership renewal date to take and pass new exam(s) in order to maintain their silver competency or gold
competency.
We acknowledge that it may be difficult for some small partners to achieve more than one Microsoft gold
competency as some of the primary requirements include four unique Microsoft Certified Professionals and a
revenue commitment.
These requirements evolved from partner feedback requesting that Microsoft help partners differentiate their
technical and business capabilities, raise the ―bar‖ and reward the highest commitment, as well as customer
feedback requesting deeper specialization in our best-in-class partners. Smaller partners who were previously
Gold Certified with multiple competencies are encouraged to choose their primary business focus for
pursuing a Microsoft gold competency and if applicable, choose silver competencies that complement their
primary focus. In addition, partners who focus on small-business customers can engage through the Small
Business Specialist Community and are encouraged to try to achieve the Microsoft Gold Midmarket Solution
Provider competency if their go-to-market strength is around quality breadth of solutions versus depth in a
single solution area.
Credential Requirement Details
INTRODUCTION EARNING A MICROSOFT COMPETENCY
COMPETENCY BENEFITS
COMPETENCY REQUIREMENTS
COMPETENCIES ELIGIBLE FOR QUALIFYING PRODUCT TESTING
HOW-TO GUIDANCE APPENDIX APPENDIX
Credential Requirement Details
Joint Microsoft and Partner Plan Requirement Details
Business Assessments Details
Customer Evidence Requirement Details
Commitment Details
Competency Structure Changes
Joint Microsoft and Partner Plan Requirement Details The vast majority of our Microsoft revenue comes through you, our partners. Historically the revenue that you
drive has not been recognized as part of the Microsoft Partner Network. Our goal is to recognize and
differentiate you within the partner network based in part on the revenue and market impact that you are
already driving in your business.
As a step toward this, starting October 2010, partners will need to commit to a minimum Microsoft
revenue amountbased on their respective geography and competency. Revenue may be directly transacted or
influenced. In some competencies revenue is identified as solution or design wins. Starting October 2011
Microsoft will begin to measure actual attainment and partners will need to meet the revenue commitment
by the time they renew their membership after October 2012. Exceptions include the CRM and ERP
competencies where revenue bars will be in place for the year looking forward beginning October 2010.
After achieving a Microsoft gold competency, partners may be required to complete a simple business
plan detailing the activities that will support it. If applicable, a Microsoft representative will contact the
partner to support the creation of this business plan. Revenue thresholds will be published by September
2010 (at the latest).
Revenue commitment is also required for the Microsoft Silver CRM competency and Microsoft Silver ERP competency, as well as their associated gold competencies.
Joint Microsoft and Partner Plan Requirement Details
INTRODUCTION EARNING A MICROSOFT COMPETENCY
COMPETENCY BENEFITS
COMPETENCY REQUIREMENTS
COMPETENCIES ELIGIBLE FOR QUALIFYING PRODUCT TESTING
HOW-TO GUIDANCE APPENDIX APPENDIX
Credential Requirement Details
Joint Microsoft and Partner Plan Requirement Details
Business Assessments Details
Customer Evidence Requirement Details
Commitment Details
Competency Structure Changes
Business Assessments Details For some competencies, partners must take and pass a licensing overview assessment and a sales and
marketing assessment. These assessments will be refreshed yearly — partners will need to take and pass these
assessments as they are refreshed and by the time partners renew their competencies.
The licensing overview is designed to ensure partners have a basic understanding of Microsoft’s licensing
programs as well as essential product licensing basics. The sales and marketing assessments is competency
specific and tests knowledge of selling a specific solution.
In addition, some competencies offer the ability for individual sales and marketing professionals to achieve a
Microsoft Partner Network Sales Specialist Accreditation, designed to help our partners strengthen their
Microsoft solution sales knowledge and gain recognition for solution expertise in key competencies.
Individuals who earn a Sales Specialist Accreditation receive a Microsoft Partner Network Sales Specialist logo
to promote his or her solution expertise and showcase to customers the ability to offer exceptional strategic
value and service. Sales Specialist Accreditations will be offered for the following business areas:
COMPETENCIES ELIGIBLE FOR QUALIFYING PRODUCT TESTING
HOW-TO GUIDANCE APPENDIX
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market
conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.